Addressing the “WHY?”

At a conference for one of our global clients, we were lucky enough to share a stage with four-time Olympic gold medallist Sir Matthew Pinsent.

Matthew’s speech was, of course, inspiring and covered what it takes in terms of focus and effort to win four gold medals in four different Olympics.

Most importantly, he started with his “WHY?” – i.e. why he was driven to work so hard to improve. He stated:

“If I had rowed in my fourth Olympics as fast as I did when I won my first, I wouldn’t have even made the final.”

This started a thought process: “Change is the constant; speed is the variable.”


With change, we usually know the WHAT/WHEN/WHERE improvements need to happen, but do we make 100% sure that people understand the “WHY?” first?

Soon after Matthew’s speech, we were working with a client to help speed up some much needed changes that would catapult an improvement in results.

We got called in to help because they’d hit a roadblock. Many people in the organisation were resistant to the much needed changes – until we’d explained WHY they were so important. We also did it in a way that captured their hearts and minds. In doing so, we ignited a passion for them to change and, in turn, to help others in the organisation to change.

Once they’d “got it”, they went ballistic!!

In the end, our client had embraced our methods – and the “WHY?” – brilliantly! By successfully introducing a myriad of changes, they’d managed to significantly grow sales, profits, market share and customer retention in a crowded and competitive market.

Who needs change? We all do.

You see, change is a team effort. The leaders – even the best ones – can’t do it on their own. They need the full, willing, voluntary help and co-operation of others. The only way to do that is for them to understand WHY change is necessary for them as individuals, the team, the department, the company, the shareholders, the customers, the community, etc.

Can we, as business leaders, be sure that all our people understand WHY we need to change, in a way where passions are ignited and performance soars?

Our experience tells us that few do. They get WHAT needs to change and can figure out the HOW, sometimes without being told. But people need the WHY explained in terms THEY can understand, not those that the board or shareholders understand.

Lack of communication and leadership skills is usually what sinks the change, not the change itself!
We can help you with WHAT, WHEN, WHERE and the WHY, too – and transform your organisation’s results in months, not years.


We can help with the WHAT, WHEN, WHERE and the WHY, too.Contact us today for a no-obligation chat to see how Sewells can help you in achieving everything you know you and your team are capable of … just like we have for so many others …

  • As a result of our work with an organisation in the automotive industry they had seen their best sales and profit results for 22 years –  with no new products coming to market
  • Another organisation in the financial services industry had seen sales up by 27% this YTD … on top of a record year in 2014
  • Also, after working with an organisation in the oil and gas industry, we helped them accelerate sales activity by52% and productivity  by 68%

Call us today us on 01244 681068 or email us at  … you’ve nothing to lose and everything to gain.

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